Understand The Real Purchasing Needs of Customers In Global Imports and Exports

tendata blogTrade Data Provider

ten data blog26-06-2023

As an importer or exporter, you will encounter many difficulties in global imports and exports. One of these difficulties is very common: when you first start in the foreign trade industry, you may not understand the real purchasing needs of your customers and follow up for half a day without a deal. When you encounter such difficulties, we offer you some solutions:



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1. Conduct thorough market research in global imports and exports: It's important to have a deep understanding of the market and customer needs. Research the target market to identify potential customers, their preferences, and purchasing patterns. This can help you tailor your approach and offer products or services that align with their needs.


2. Use technology and tools: Use database platforms to help you gain a deep understanding of market and customer needs. Compared with using experience to determine the market scope and using personal connections to gain an in-depth understanding of the market, the database platform can more intuitively display the market trend and pricing range in recent years. These tools can help you drive market decisions, allowing you to understand what your customers really want.


3. Ask probing questions: During interactions with customers, ask open-ended questions that require more than a simple "yes" or "no" answer. This can help you uncover their real needs and preferences. For example, instead of asking "Do you need a product like X?", ask "What challenges are you currently facing in your business, and how do you think our product X can help you overcome them?" This can lead to more meaningful conversations and help you better understand their requirements.


4. Active listening: Pay close attention to what the customer is saying and actively listen to their responses. Avoid interrupting or assuming their needs without fully understanding them. Take notes and summarize their requirements to ensure you have a clear understanding of their needs.


5. Follow-up promptly: Timely follow-up is crucial in building relationships with customers. If you promised to get back to them with more information or a proposal, make sure to do so promptly. This shows your professionalism and commitment, and it keeps the conversation going.


6. Provide tailored solutions: Based on the information gathered from market research and customer interactions, offer customized solutions that address their specific needs. Avoid using generic sales pitches and instead focus on how your product or service can solve their problems or meet their requirements.


7. Build rapport: Building a strong relationship with customers is key to closing deals. Show genuine interest in their business and build rapport by establishing a personal connection. This can be done through friendly conversations, sharing relevant industry insights, or providing value-added services such as free samples or trials.


8. Be persistent and patient: Sales can sometimes take time, so it's important to be persistent and patient. Don't give up after a single follow-up attempt. Keep reaching out to the customer, providing relevant information, and showcasing the value of your product or service. However, be respectful of their time and avoid being pushy or aggressive.


9. Seek feedback: After each interaction with a customer, ask for feedback on why they did not make a purchase or what could have been done differently. This can provide valuable insights into their needs and preferences, and help you improve your sales approach in the future.


Remember that building relationships with customers takes time and effort. By understanding their needs, providing tailored solutions, building rapport, and being persistent, you can increase your chances of closing deals and achieving success in your foreign trade sales endeavors.


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